Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment

Sales Benchmark Index

Today we’re going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues.

Sales Analysis: Three most Common Territory Design Mistakes

Sales Benchmark Index

Some sales reps only make their revenue objectives by selling to the easy accounts. And yet, some sales reps have so many accounts to. Article Sales Strategy 3 mistakes allocating territories sales territories sales territory territories territory alignment Territory Design MistakesOthers are spending too much time with accounts that do not fit the ideal customer profile.

A Critical Mistake In Handle Prospecting Objections

The Pipeline

Just the anticipation of being rejected crushes egos and opportunities to boot; sellers become so paralyzed by the thought of the objection, they fail to deal with it properly when it comes, and it always comes. Take it as an objective, and you get defensive and lose. By Tibor Shanto.

How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Want to Build a Sales Engine?

7 Must-Have Automated Documents for Sales Success

don’t move as quickly as they’d like--especially when it comes to sales teams. Even if it’s all in Salesforce, crucial account data is spread across different objects— Accounts, Opportunities, Contacts, and custom objects—users must constantly. State of Sales Productivity Report.

The Simple Tool that Simplifies Account, Time and Territory Management

Understanding the Sales Force

Until now, I have talked only about sales process scorecards used to further qualify opportunities and predict the chances of winning the business. In the table below, you can see a generic Kurlan scorecard for time/territory management as well as account management.

The Key to Sales Territory Mapping

Xactly

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory.

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.

5 Benefits of Territory Mapping Software

Xactly

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

Research Reveals Best Practices for Sales Territory Design

Xactly

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design.

Five Elements of an Effective Sales Territory Map

Xactly

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. The Effect of Bad Territory Planning on Sales Performance.

How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). Where I have seen some of the greatest amount of pain is around territory design.

Five Elements of an Effective Sales Territory Map

Xactly

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. See if your sales territories have room for improvement.

Purchase Segmentation – The Key to Revenue Growth

Sales Benchmark Index

It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.

How to Strengthen Sales Territory Planning with Data Intelligence

Xactly

Company’s sales planning is extremely essential because it essential acts as the blueprint for achieving corporate goals. The foundation of sales performance management (SPM) and key to business success rely heavily of efficient and effective sales planning.

3 Reasons to Drop Manual Sales Territory Planning for Good

Xactly

When it comes to sales performance management (SPM) functions, the difference between “nice to have” and “need to have” can seem difficult to determine. Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well?

Is Margin Based Compensation Right for Your Organization?

Sales Benchmark Index

Article Sales Strategy 2018 2019 app store Ben Durst big companies budgets CFO comp comp plans companies compensation compensation season corporate corporate objectives crunched current systems download firms gross margins leader make your number margin based comp margin based compensation numbers on the go Product Strategy profitability realigned sales sales leader sales strategy sbi SBI App SBI Content small companies solution territory level the app store time of year tool

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When Is a 100 Day Plan Not the Right Next Step After the Deal Closes?

Sales Benchmark Index

5 primary 100 day program objectives are captured here in this. Purchasing companies comes with an expectation of a rate of return on a timeline. The 100 day plan is a generally accepted strategy and process for long-term value creation.

Are you Open Ended Questions Leading to Closed Ended Results? – Sales eXecution 316

The Pipeline

Often the best sales books are not about sales or by sales experts. If you haven’t read this and you’re in sales, you are at a disadvantage to any rep that has. So true, yet so underutilized in sales. Sales Execution Selling to Executives Tibor Shanto

Sales Quota and Business Objectives

A Sales Guy

I’ve decided to start with aligning quota with business objectives. In other words, whatever you are looking to achieve from a business perspective should directly align with every sales person quota. Sales people are making progress in the wrong direction. To avoid misalignment and to make sure quotas are aligned with business goals and objectives, start with the companies strategy. This is where the sales strategy comes in.

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Sales Reps Love Their CRM!

Smart Selling Tools

Sales reps love their CRM. In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it.

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Self-Serve or Full Service? – Sales eXecution 242

The Pipeline

Two guys talking about eating out a lot, could even have been road warrior sales types. When I read that “buyers are over 60% of the way through their buying process before they reach out to sales person”, I get confused. Sales person, really?

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

The Comfort and Safety of “Me Only Territory”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment. For the sake of this exercise, let’s use a baseball park (not that I know too much about baseball) So traditional salesmen and women are operating left field; they are usually totally focused on a single sales event, and they sell products.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days.

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What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

What’s it Like in “Me Only Territory?”?

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment. For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball): So traditional salesmen and women are operating left field, they are usually totally focused on a single sales event, and they sell products.

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Retarded Sales Behavior and The Reasons We Under-Perform. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Trading one Mickey Mouse sales idea for the next. Sales Fun.

The Pipeline ? Shrink Your Way To Success

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. EDGE Sales Process.

Choosing the Sales Start-Up Mentality!

The Pipeline

Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. If they were starting their sales job today, if they were new to the company and or territory, how would they approach it?

What’s Your Recovery Period? – Sales eXecution 274

The Pipeline

No one likes rejection, and I would argue few professions have to put up with as much rejection as sales people do. We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us.

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What Should You Do When You or Your Company is Disliked in Sales?

Understanding the Sales Force

For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! If you are in territory sales, is there a competitor salesperson gunning for you? I know. Everyone loves you.

5 Selling Lessons From the Saddle

Smart Selling Tools

On reflection there are some similarities too with B2B sales professionals. The key lesson for sales is this – have a clear objective for an account (to advance) or opportunity (to win, or lose early). In sales there is debate about the value of training and coaching.

Why Are You Trying To Kill Me?

The Pipeline

Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. I’ll be the first to admit that you can probably find stats to the contrary, which just goes to show that sales and sales people are just as susceptible to hype as the next group.

Jonathan Farrington's Blog ? The Creation of an Objection

Jonathan Farrington

The Creation of an Objection. Before attempting to handle any type of objection I believe that it is important to begin by looking at the beliefs that sales people are holding in their minds. Objections start with a thought.

Teach Them How To Answer

The Pipeline

Whenever sales types get together to talk about how to improve their selling, high on the list is the importance of asking questions, good questions, and for good reason. Especially in the early stages of the sale, your answers should open issues up further.

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A SMALL Price Decrease Is A BIG Deal

MTD Sales Training

While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. A well-orchestrated and properly timed price drop can indeed help close a sale. This is where most sales people blow it. Sales Person. “So,

The Pipeline ? ?But we're not IBM?

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. EDGE Sales Process.